How to Approach Salary Negotiation

As everyone is aware, money is too tight to mention right now, so it’s time to start mentioning it. Loudly.

As a recruitment specialist, I spend a lot of time haggling over salaries, and the real truth is that if you don’t ask, you don’t get. Even those of you who consider your employer generous will need to give a bit of an incentive to secure a pay rise (the meaner ones might need an actual, metaphorical shove). So, if you’ve been working really hard, doing extra hours or taking on additional responsibilities, it’s time ask for a meeting.

1.????Do some research

For some industries it can be difficult to find out salary trends, but a simple online search for your current job title should provide some information upon which to base your discussion. Have a look at what the industry average is, consider how that relates to your current salary and decide on a figure that you think is fair and realistic (Once you have a figure in mind, add on a few thousand – it’s always best to be a bit cheeky; hopefully they’ll get to a figure you’re happy with. You never know, they might just agree to the higher figure and really make your day…).

2.????Build your case

Cast your mind back over the past year (or further if it has been longer than that since you’ve had a raise) and consider everything you have brought to the company. If there are projects that you have led on or been involved with, outline exactly how you were instrumental in its success. Try to demonstrate exactly how much money or how many new clients you have brought into the business; if you’re asking for more money from them, you need to show them your financial worth. If your business is not driven by revenue, then note down everything that you have done that has added (non-financial) value. The more specific and detailed you are here, the harder it will be for them to say no.

Request a meeting

Try to pick your moment, if you can. Avoid times when senior decision makers are out of office, it's very busy or you’ve just come back from your holidays. Ask your boss for 30 minutes so you won’t be rushed and ensure that you have time for a proper discussion to make your case.

3.????Practice

Write out what you want to say and then practice it at home. Be confident and positive with your words and your body language, and remember, like the famous make up commercial says, you’re worth it!

4.????Be honest

By all means add as much detail as possible, but don’t embellish too much. If you inflate your involvement in tasks to the point where it’s not accurate, employers can easily find this out and then you’ll look like an idiot; at worst you may be reprimanded. Be sincere and be honest.

5.????Say your piece, then shut up

The first rule of sales negotiation is to present your terms, and then stop talking. Let them have a minute to digest what you’ve said and don’t get nervous if they don’t immediately respond. Nothing will betray your nerves faster than chattering like a monkey to fill the silence. They might just say that they’ll think about it and let you know - it's likely they'll need a bit of time to deliberate. If they flatly refuse and tell you no outright, then it’s time to dust off your resume.

6.????Be prepared and be positive

They will usually need to consult other partners or HR, so don’t expect an answer right away. Try to ascertain when they might be able to come back to you and make sure you get everything in writing when they do. Don’t be that person who gets offered a raise, only to have their boss get hit by a bus the next day! It’s also worth considering whether or not you actually do deserve a raise – if you’ve spent the last few hours on Facebook or regularly come in with a hangover, maybe you need to work on your commitment before asking them to increase your wages. (No judgement if this is you, we've all had jobs that we don't care about, but don’t expect a salary bump if you know you’re a slacker!)

Hopefully you will be offered something close to what you’ve asked for, but if not, then that probably means that they either can’t afford it (red flag) or don’t value you or their employees enough (even bigger red flag) and it’s time to have a conversation with an industry specialist recruiter that you trust. Hopefully you have someone who has been recommended, or if not, then see who’s been popping up in your inbox recently. Arrange a call and if they seem like they know their stuff, get your resume sent out and find a new company who are going to value your hard work appropriately.

If you have full desk/360 recruitment agency experience, and you’ve tried all of the above, please drop me a message to find out what recruitment roles my team and I are working on. Otherwise, make a note of my name, so that you can recommend me next time you overhear one of your colleagues muttering, “I don’t get paid enough for this!”

?